Value Heroics: Andrew Rustemeyer – A Value Hero Who Faces Obstacles

Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing Value Hero stories on our blog of the leading influencers in value management, which were submitted by the value heroes themselves or by the sales professionals that they have supported. Our celebration of Value Heroes concludes on August 13 with our “Value Heroes Summit,” a town hall, virtual forum where value and sales professionals can connect, share stories and best practices and engage with like-minded professionals. Share your stories and join the conversation!

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Value Hero: Andrew Rustemeyer

The sales cycle was going as smoothly as ever, but we hit a major roadblock when a customer said they could no longer move forward with the project due to the fact that the investment would be raising their Operation & Maintenance expenses. Because of the increase in expenses they were forecasting, they would need government approval to move forward, which would take over a year to even get in front of a review board.

At this point, all hope was lost.

Enter… our Value Hero.

After thorough analysis, we were able to conclude that the benefits from the investment not only covered the investment costs, but actually reduced their O&M expenses significantly. This was a huge win to change the customer’s perspective and give them the quantitative business justification that they needed to move forward. Because of the value analysis, we were able to close the deal a few weeks later.